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  • 名人堂
    0 楼#

    活出自我

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    我是一个风格多变的人!思维也很活跃,可能前一秒我还跟你High聊娱乐,突然被某一点刺激到灵感,马上手脚并用的写了一个邮件,去刺激目标客户了。


    我就是这样一个,一想到就立马做,不喜欢拖拉,也不喜欢光想不做,更不喜欢只做不想。

    所以我对外界的动向很敏感,每一个跟我聊天的人,都多少会刺激到我一个新鲜的Idear。我是做钢材的,大环境不好,从08年开始我们就在料峭的寒冬里,至今没暖过来,可是再差的行业里,也有做得很牛的人!

    所以环境好不好,会影响你,但绝对不是制约你的关键因素,很多东西,内因更重要。

    今天分享是因为我又破了自己的成单记录,2天内成单,前一天发开发信,收到客户求库存,赶紧搜罗找到库存,报价,第二天客户就让做PI,其中有几点分享:

    1. 开发信!

    我的开发信模板很多,主要分为以下的类型:
    1. 纯文字介绍(系列套装,分层次递进,介绍公司历史,优势,质量控制,合作客户等)
    2. 图+文,以图为主,力求第一眼的冲击力(很关键,很关键)
    3. 图+文+数据分析 (变化比较多,很灵动)(凸显与众不同的专业)
    4. 主打产品用途+文 (针对终端)
    5. 主要小语种版本开发信 (针对特定国家)
    6. 库存信息推广 (大面积瞎猫碰死耗子)
    7. 直接报价(主要是根据自己每天的询盘,反正都是报价,索性有的客户也去骚扰一下)
    8. 故意错发邮件(语言不对,牛头不对马嘴,称呼乱等),不按常理出牌也是我的一个特色。

    总之,我觉得开发信,开发信,就是为了吸引眼球,所以做一些不合常理的事也没啥,但是早上有人跟我说,觉得开发信发产品图好没创新,我掩面而逃,咱给客户不看产品图,看啥??
    下面就是我发给客户的开发信:

    Dear Friend,
    This is XX from XXXX, we are ISO certificated mill for XX.
    Below is the core products we can produce: [img]file:///C:/Users/john/AppData/Roaming/Foxmail7/Temp-5704-20170329080354/InsertPic_(03-27(03-29-09-02-38).jpg[/img]
    (产品图+主打产品分类,一张低分辨率的图,清晰给客户展示)太核心了,师傅不能轻易分享出来全部呀,保留曲目,哈哈
    Today, we are writing with more for you.
    [img]file:///C:/Users/john/AppData/Roaming/Foxmail7/Temp-5704-20170329080354/InsertPic_ECD3(0(03-29-09-02-38).jpg[/img](一份钢材一年价格变化走势柱状图)
    You may experienced the fact that the Chinese steel price had been increased day by day since April.2016, especially after Sep.2016.
    For example xx had increased around 20% since Oct 2016 till now,xx  had increased around 18%,
    forxx, it had increased more than 20%!
    Why???
    Due to the Chinese government air pollution policy, Many steel mills had to stop their production during Sep to Dec.2016, even after that, only 30% of mill can restart their production, those mill increased their price, because more demand but less supply.
    Some big mills in China had announced that they will increase their price 10-15% higher in 2nd season, we trust that other mid and small mills will
    follow this kind of price raise. As last year, thing happened like this, then the whole market will keep the up trend.
    So if you have firm demand and want to purchase from China right now, no matter you will interested to work with us or with other suppliers, we suggest you can consider earlier purchasing plan.
    You can purchase ealrier, ask for late shipment, it means you can lock the price in low level, to help you save cost.

    If you want more useful information, you can find me via xx

    客户回复

    Do you have xx in stock ? We need xx meters to buy as soon as possible.

    Regards,


    我的回复:


    Dear xx,

    Many thanks for your kind interest in our 1st greeting email. Mary is so glad to support you.

    We have ready stock for [color='inherit !important']xx, which is the overproduced material for our European customer,
    [color='inherit !important']who is mainly selling their product to Latin American, hope it can match your demand well.
    [color='inherit !important']
    (看客户网站主要做南美,于是就装作随口说一下,这个货物是给欧洲客户多做的库存,那个客户也是销往南美,这是暗示客户质量匹配哦)
    xxxxx (货物描述)
    Price: xx 报价
    Lead time: xx 交期
    Payment term: xx 付款方式
    Stock sizes changes everyday, so the price can only hold unchanged untill it been sold out.等于是限定报价有效期
    我一般都在报价的时候,把这些关键要素在邮件里一一说明

    客户回复

    Dear Mary,

    Ok, please send me Proforma Invoice with FOB Price , I need to know the Shipping Port and
    I also need a xx and xxPlease provide xx Full Specifications with copy of Quality Certificate.

    于是做合同给客户,提供质保书

    我的回复:

    Dear xx,
    Glad to get your quick reply, please find the Proforma invoice and MTC as attached for your checking and confirmation.
    Please send back signed and stamped Proforma Invoice and arrange the payment if all is okay.
    The FOB port is Shanghai port, China, what is your final destination port? You need us to book shipment or you have own shipping forwarder?
    Looking forward to hear from you.

    问货代信息,就是敦促客户尽快付款的意思

    2. 就是沟通过程里的一些技巧,尤其是一些不明说,但是又让客户感受到有保障的话语,和一些不明示但是却催付款的句子,参见红色部分,供大家参考。

    好了,不多说了,省下时间,让我再继续去破记录吧,越来越感觉到,记录无下限呀!

  • 1 楼#

    cn****hwk

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  • 2 楼#

    cn****467

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    ..

  • 3 楼#

    工卓外贸ERP-coco·ma

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  • 4 楼#

    鹰眼搜搜客户

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    66666666好厉害

  • 5 楼#

    cn****fnh

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  • 6 楼#

    cn****hco

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    好厉害的样子,,,,

  • 7 楼#

    cn1517941367urye

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    图片的话,有没有对方收到,变成乱码的可能性
  • 名人堂
    8 楼#

    青衣丶Steven

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    支持支持,活出自我

  • 9 楼#

    Helen 1016

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    想知道怎样来了解你所在行业的市场行情 及其 趋势发展?
    请问能分享一下的吗?

  • 10 楼#

    actbattery

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    各行各业的市场行情, 是在哪里得到的呢?感谢分享

  • 11 楼#

    cn1262452648bmlf

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    真的好棒!对于像我只要的菜鸟真的受益匪浅

  • 12 楼#

    外贸充电站(微信公众号)

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  • 13 楼#

    cn1518291895nikm

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  • 14 楼#

    Fanny -Linx headphone

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    大神,好厉害啊

  • 15 楼#

    call me phillips

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    赞就一个字

  • 16 楼#

    cn1511319293

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    每个人都有每个人的模式,成功的都是有道理,对的...不成功的话......就见仁见智了..

    我认为开发信太长.第二封如果在有后续的情况下,很棒.第三第4封发觉进展太快..看运气.哈哈.

  • 17 楼#

    cn1251432963mjsy

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    干练哪

  • 18 楼#

    cn1520298794awmx

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    厉害

  • 19 楼#

    cn1513369002

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    很厉害啊!


  • 名人堂

    我是一个风格多变的人!思维也很活跃,可能前一秒我还跟你High聊娱乐,突然被某一点刺激到灵感,马上手脚并用的写了一个邮件,去刺激目标客户了。


    我就是这样一个,一想到就立马做,不喜欢拖拉,也不喜欢光想不做,更不喜欢只做不想。

    所以我对外界的动向很敏感,每一个跟我聊天的人,都多少会刺激到我一个新鲜的Idear。我是做钢材的,大环境不好,从08年开始我们就在料峭的寒冬里,至今没暖过来,可是再差的行业里,也有做得很牛的人!

    所以环境好不好,会影响你,但绝对不是制约你的关键因素,很多东西,内因更重要。

    今天分享是因为我又破了自己的成单记录,2天内成单,前一天发开发信,收到客户求库存,赶紧搜罗找到库存,报价,第二天客户就让做PI,其中有几点分享:

    1. 开发信!

    我的开发信模板很多,主要分为以下的类型:
    1. 纯文字介绍(系列套装,分层次递进,介绍公司历史,优势,质量控制,合作客户等)
    2. 图+文,以图为主,力求第一眼的冲击力(很关键,很关键)
    3. 图+文+数据分析 (变化比较多,很灵动)(凸显与众不同的专业)
    4. 主打产品用途+文 (针对终端)
    5. 主要小语种版本开发信 (针对特定国家)
    6. 库存信息推广 (大面积瞎猫碰死耗子)
    7. 直接报价(主要是根据自己每天的询盘,反正都是报价,索性有的客户也去骚扰一下)
    8. 故意错发邮件(语言不对,牛头不对马嘴,称呼乱等),不按常理出牌也是我的一个特色。

    总之,我觉得开发信,开发信,就是为了吸引眼球,所以做一些不合常理的事也没啥,但是早上有人跟我说,觉得开发信发产品图好没创新,我掩面而逃,咱给客户不看产品图,看啥??
    下面就是我发给客户的开发信:

    Dear Friend,
    This is XX from XXXX, we are ISO certificated mill for XX.
    Below is the core products we can produce: [img]file:///C:/Users/john/AppData/Roaming/Foxmail7/Temp-5704-20170329080354/InsertPic_(03-27(03-29-09-02-38).jpg[/img]
    (产品图+主打产品分类,一张低分辨率的图,清晰给客户展示)太核心了,师傅不能轻易分享出来全部呀,保留曲目,哈哈
    Today, we are writing with more for you.
    [img]file:///C:/Users/john/AppData/Roaming/Foxmail7/Temp-5704-20170329080354/InsertPic_ECD3(0(03-29-09-02-38).jpg[/img](一份钢材一年价格变化走势柱状图)
    You may experienced the fact that the Chinese steel price had been increased day by day since April.2016, especially after Sep.2016.
    For example xx had increased around 20% since Oct 2016 till now,xx  had increased around 18%,
    forxx, it had increased more than 20%!
    Why???
    Due to the Chinese government air pollution policy, Many steel mills had to stop their production during Sep to Dec.2016, even after that, only 30% of mill can restart their production, those mill increased their price, because more demand but less supply.
    Some big mills in China had announced that they will increase their price 10-15% higher in 2nd season, we trust that other mid and small mills will
    follow this kind of price raise. As last year, thing happened like this, then the whole market will keep the up trend.
    So if you have firm demand and want to purchase from China right now, no matter you will interested to work with us or with other suppliers, we suggest you can consider earlier purchasing plan.
    You can purchase ealrier, ask for late shipment, it means you can lock the price in low level, to help you save cost.

    If you want more useful information, you can find me via xx

    客户回复

    Do you have xx in stock ? We need xx meters to buy as soon as possible.

    Regards,


    我的回复:


    Dear xx,

    Many thanks for your kind interest in our 1st greeting email. Mary is so glad to support you.

    We have ready stock for [color='inherit !important']xx, which is the overproduced material for our European customer,
    [color='inherit !important']who is mainly selling their product to Latin American, hope it can match your demand well.
    [color='inherit !important']
    (看客户网站主要做南美,于是就装作随口说一下,这个货物是给欧洲客户多做的库存,那个客户也是销往南美,这是暗示客户质量匹配哦)
    xxxxx (货物描述)
    Price: xx 报价
    Lead time: xx 交期
    Payment term: xx 付款方式
    Stock sizes changes everyday, so the price can only hold unchanged untill it been sold out.等于是限定报价有效期
    我一般都在报价的时候,把这些关键要素在邮件里一一说明

    客户回复

    Dear Mary,

    Ok, please send me Proforma Invoice with FOB Price , I need to know the Shipping Port and
    I also need a xx and xxPlease provide xx Full Specifications with copy of Quality Certificate.

    于是做合同给客户,提供质保书

    我的回复:

    Dear xx,
    Glad to get your quick reply, please find the Proforma invoice and MTC as attached for your checking and confirmation.
    Please send back signed and stamped Proforma Invoice and arrange the payment if all is okay.
    The FOB port is Shanghai port, China, what is your final destination port? You need us to book shipment or you have own shipping forwarder?
    Looking forward to hear from you.

    问货代信息,就是敦促客户尽快付款的意思

    2. 就是沟通过程里的一些技巧,尤其是一些不明说,但是又让客户感受到有保障的话语,和一些不明示但是却催付款的句子,参见红色部分,供大家参考。

    好了,不多说了,省下时间,让我再继续去破记录吧,越来越感觉到,记录无下限呀!






  • ..






  • 66666666好厉害






  • 好厉害的样子,,,,



  • 图片的话,有没有对方收到,变成乱码的可能性


  • 名人堂

    支持支持,活出自我



  • 想知道怎样来了解你所在行业的市场行情 及其 趋势发展?
    请问能分享一下的吗?



  • 各行各业的市场行情, 是在哪里得到的呢?感谢分享



  • 真的好棒!对于像我只要的菜鸟真的受益匪浅









  • 大神,好厉害啊



  • 赞就一个字



  • 每个人都有每个人的模式,成功的都是有道理,对的...不成功的话......就见仁见智了..

    我认为开发信太长.第二封如果在有后续的情况下,很棒.第三第4封发觉进展太快..看运气.哈哈.



  • 干练哪



  • 厉害



  • 很厉害啊!


81 回复

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